Account List Strategies To Stay Focused On Your Goals

Keeping your account list strategies organized as a sales professional is not always as easy as it seems. Clients to keep happy and as recurring clients, fires to put out with both clients and internally in your team, finding new lead resources, managing the new leads, and most of all… bringing in new business. Your… Continue reading Account List Strategies To Stay Focused On Your Goals

How to Optimize Your LinkedIn Profile to Support Your Career Goals

Almost 95% of recruiters use LinkedIn to search for candidates, but most job seekers are overlooking this valuable opportunity. If you’re like many professionals, you created a profile and occasionally go back to add more connections. However, there is so much more you can do with this platform to advance your career. Take charge of… Continue reading How to Optimize Your LinkedIn Profile to Support Your Career Goals

Remote Work Is Now Becoming Normalized

It took something shaking up the world for it to happen, but remote work is now becoming normalized. It had been coming for the past few years but with the recent COVID-19 pandemic hitting everyone both at work and personally, it became an absolute necessity.   What is remote work? Let’s start with a pretty… Continue reading Remote Work Is Now Becoming Normalized

Winning Every Call

One-Minute Selling

Alas, The Gatekeeper – Your Link To The C-Level

Just about every sales training program focuses on marketing to C-levels, VPs, Directors, Managers and other influencers. Grabbing their attention. Informing them. Conversing with them. Securing their open-mindedness to learn more. Eventually hopefully to commit and buy. All well and good. But that only works if you reach them. Only one thing stands in the way.… Continue reading Alas, The Gatekeeper – Your Link To The C-Level

How-To: Bonus-Driven Selling to Executive Influencers

Positive Selling Notes: Starting The New Year Right

After selling for over 50 years in the technology sector, I have found that certain rituals at the beginning of the year can make all the difference between making quota and achieving bonuses. When you are working on your prospecting, some of these selling techniques can make the difference from an ok year, and a… Continue reading Positive Selling Notes: Starting The New Year Right

The New Math of Prospecting: 1 = 3

One of my favorite topics of discussion is prospecting. I am fascinated when a salesrep will tell me they have a great offering and they know exactly whom to call and what to say. Their enthusiasm is a major plus and confidence is essential, but their focus is just far too narrow. The proverbial ‘bull in a china… Continue reading The New Math of Prospecting: 1 = 3

Cold Calling. Do your selling tactics work?

Are your b2b selling tactics a little on the weak side? Don’t worry, you are not alone. When I conduct practice calls with salesreps and marketeers, I am amazed as to how many don’t remember or utilize the basics of winning – especially against stiff competition. On the first call, they tell me how great their product or service… Continue reading Cold Calling. Do your selling tactics work?